What's Your Plan B?

Posted by Doug Davidoff

Apr 6, 2011 6:10:00 AM

Plan BIf I've been reminded of one thing this year, it's the predicting the future is a bad business.  Think about it; who could have predicted the events of 2011 (and we're only 3 months in:

    • Egypt?
    • Japan?
    • Charlie Sheen?

Now, I'm a big fan of the planning process; not for the plan, per se, but for the thinking that it forces you to do.

The only constant is change.

Well, actually that's not true.  There is at least one constant.  I learned this from my friend and coach, Dan Sullivan of The Strategic Coach. People have problems they want to avoid and opportunities they want to capture.  Dan calls this DOS (dangers, opportunities and strengths).  As long as you stay focused on addressing your client's DOS, you will create value.

And, if you create value, people will find a way to pay you for it.

So, please do your plans.  But ask yourself, is your plan more about you or the critical issues that your clients truly care about?

Topics: B2B Sales Strategy